Selling medical devices that are evolutionary not revolutionary

Sales Training Connection

According to Bain, this enables the companies to do two things: (1) offer a lower price and bring additional benefit to the hospital because their costs are lower (2) sell more by focusing on the totality of needs of the hospital by selling directly to a economic decision maker.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

In 2012, the health center rolled out one of the earliest versions of electronic health record management systems and has since continued to innovate with regards to technology in medicine.

Medical device sales – the sales process is changing

Sales Training Connection

However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Changing decision-makers – Although once often the sole decision-maker, the power of physicians is eroding.

Medical device sales – translating clinical value into economic value

Sales Training Connection

This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria.

Seven fundamentals for selling to physicians

Sales Training Connection

Patient care is still the first priority. There are multiple decision makers in the practice. As a result, even if a key decision maker has a strong preference, their colleagues will likely be strong influencers in any decision. Medical device sales.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

A good case in point is the health care market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Drive sales innovation.

Inside Sales Power Tip 100 – Personalize

Score More Sales

You know the type of call: “Hello, Lori, I was looking for the person who makes decisions on annual sales off-sites and other company-wide meetings” True call. Do you get cold calls, e-mails, tweets, and LinkedIn messages from people trying to sell you things?

Five best practices for networking in b2b sales – A STC Classic

Sales Training Connection

In major accounts many players are involved in the decision. A few are key decision makers. The buying processes in many companies are going through significant changes – and in some industries, like health care, the changes are transformational.

Five best practices for networking in b2b sales

Sales Training Connection

In major accounts many players are involved in the decision. A few are key decision makers. The buying processes in many companies are going through significant changes – and in some industries, like health care, the changes are transformational.

Heavy Hitter Sales Blog: Sales Psychology - REPUBLICANS vs.

HeavyHitter Sales

Great Sales Quotes From C-Level Decision Makers » September 01, 2009.                               According to the New American, “The GOP chart reflects the complexity of at least 31 new federal programs, agencies, commissions and mandates that accompany the unprecedented government takeover of health care in America. Heavy Hitter Sales Blog. Recent Posts.